In their former corporate careers, our Advisors have been fortunate to lead highly successful sales teams comprised of extremely hard-working and talented salespeople. Because of this, they were the recipients of numerous leadership awards and accolades for their teams’ successes. So what was their secret to leading a strong sales team that exceeded revenue goals?
In addition to hiring, training and managing their teams – the usual things a sales leader performs – there are 5 elements that should be implemented when building a successful sales team:
Transparency …
Take the extra time to explain the why, how and direction. When people understand the direction you’re headed, they’re more likely to jump on board with the plan. Too often, sales managers hold back on giving full instructions and insight. Consequently, their teams do not “buy in.” By giving people the full story, it allows them to understand the overall scheme.
Demand Feedback …
Transparency by itself is never enough. You must demand feedback. I’m not talking about asking for feedback as a gesture – but really demanding it. And then poke holes in the plan and make changes, if necessary. Don’t be afraid to make changes as a result of feedback. Feedback and subsequent change is a good thing. It gives your team ownership and an avenue to help make decisions.
Communicate Expectations …
This isn’t the time to play “Gotcha” management. Be clear in what you expect daily, weekly and monthly. And the same thing goes with projects. Lay out clear timelines and expectations. Again – feedback is good. Oftentimes teams will push themselves further when expectations are communicated clearly.
Don’t Hold Back …
Honest mistakes are okay, so don’t reprimand for mistakes that were done with good intentions. But when mistakes happen, address them immediately. Don’t let missteps linger without addressing them. Environments where people are comfortable making mistakes foster some of the most creative and productive settings you’ll ever work in.
Give Them Space …
This one is the hardest to do – and if you’re a new manager, probably the toughest thing to learn. People learn from doing a task themselves. There is growth in learning things on your own – and yes, at times making mistakes. But again, the job of a good sales leader is to give your team the space to develop as professionals.
Need help managing your team? Our Advisors can help. Our new Genesis+ product helps get your sales infrastructure in place and provides sales leadership training to deliver record breaking revenue.
Contact us today at [email protected] or call 1.844.874.7253.
